Dimension 1 of 10: Do you have a clear, shared vision for how AI will transform your Go-To-Market strategy?
Guidance for Scoring 5
Vision is documented and explicitly linked to growth goals, metrics, and owned by the exec team.
Dimension 2 of 10: Have you prioritized AI use cases based on revenue impact and feasibility?
Guidance for Scoring 5
Portfolio of use cases mapped by ROI, feasibility, and aligned to each GTM motion.
Dimension 3 of 10: Is the leadership team AI-literate and actively sponsoring key initiatives?
Guidance for Scoring 5
C-level owns initiatives; fluency training is ongoing; internal language is aligned.
Dimension 4 of 10: Do you have empowered, cross-functional teams to drive AI into GTM workflows?
Guidance for Scoring 5
GTM+AI pods include Sales, Customer Success, RevOps, and Product; they deploy experiments quarterly.
Dimension 5 of 10: Are your GTM data systems unified, AI-ready, and well-governed?
Guidance for Scoring 5
CRM, usage, support, and marketing data are unified in modern data warehouse/lakehouse.
Dimension 6 of 10: Are you leveraging the right AI tools to support Marketing, Sales, and Customer Success?
Guidance for Scoring 5
Tools include LLMs, vector DBs, RAG pipelines, copilots; AI is embedded in workflows.
Dimension 7 of 10: Are you investing in upskilling GTM teams on how to use and build with AI?
Guidance for Scoring 5
Ongoing enablement programs; SMEs hired internally or retained externally. AI fluency tracked.
Dimension 8 of 10: Do you run disciplined experiments with AI and track their revenue impact?
Guidance for Scoring 5
Clear hypotheses, success criteria, and dashboards for AI GTM pilots.
Dimension 9 of 10: Are AI touchpoints improving customer outcomes and not just internal metrics?
Guidance for Scoring 5
AI supports onboarding, renewal, or support journeys with NPS/CSAT tracked.
Dimension 10 of 10: Do you have policies to manage AI risks like hallucination, bias, or compliance?
Guidance for Scoring 5
Model oversight, fallback protocols, responsible AI framework in place.